Instead of Describing the Product,a Salesperson Was Listening to a Customer

question 8

Multiple Choice

Instead of describing the product,a salesperson was listening to a customer speak,while nodding her head and using expressions like,"Really?" "Uh-huh," and "That's interesting" in order to encourage the customer to keep talking.The salesperson is:

• A) trying to find the appropriate time to close the sale.
• B) engaging in passive listening.
• C) engaging in active listening.
• D) encouraging active speaking.
• E) none of the above.

Discuss the application of classical conditioning principles in real-world settings, including advertising and behavior modification.

Understand the concept of observational learning and its significance in understanding human and animal behavior.

Analyze the impact of psychology's key experiments on the development of the field.

Explain the concept of biological preparedness and its relevance to learning and phobias.

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Definitions:

Market Shares

The percentage of an industry's total sales that is earned by a particular company over a specified time period.

Market Price

The current price at which an asset or service can be bought or sold in the marketplace.

Patent Rights

Legal rights granted to an inventor or assignee to exclusively make, use, or sell an invention for a certain period of time.

Barrier to Entry

Factors that make it difficult for new firms to enter an industry, including high startup costs, stringent regulations, and established brand loyalty.